Adobe Director, Adobe Sales Academy • 6mo
Start by listening for cues that signal authority, then confirm the decision process with open-ended questions. Practical steps: Listen for language: Phrases like “I’ll need approval” or “our leadership team prioritizes” indicate influence. Ask respectfully: “Who else will be involved in evaluating this?” or “What does your decision process look like?” Avoid assumptions: Every organization is different—clarify roles early. This approach shows confidence and professionalism while mapping the buyi ...Read More
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